Principal Product Manager, Outbound Enterprise Platform

Overview
We are seeking a Principal Product Manager to serve as the strategic product partner to the world’s largest retailers. This PM will formalize and scale Instacart’s outbound enterprise product motion — acting as the product lead on the front lines to shape proposals, align complex retailer requirements, and guide planning cycles that unlock mutual growth. They will collaborate closely with sales, marketing, and product teams to ensure we deliver cohesive, enterprise-ready solutions that retailers can confidently sign onto and scale with. The role requires exceptional operational rigor, strong cross-functional influence to deliver complex initiatives, deep trust-building with senior executives, and the ability to apply structured, high-throughput thinking across a wide product surface.

Instacart’s Enterprise Platform team is responsible for the white-label product that enables retailers of all sizes to compete online through their own ecommerce experiences. The team is focused on platform growth and long-term retailer success — from onboarding new partners to helping them acquire, serve, and retain their end customers in ways that align with their unique brand and strategy.

About the Job

• Formalize Instacart’s outbound enterprise product program — defining repeatable processes, playbooks, and frameworks that scale how we engage, onboard, and grow complex retailers.
• Regularly represent Instacart externally to the world's largest retailers as an innovation partner.
• Identify what it takes to win in the enterprise segment in order to acquire and grow the world’s largest retailers.
• Act as a vocal champion for enterprise customers, helping platform teams translate their needs into scalable product solutions.
• Partner closely with Sales and Marketing to shape collateral and narratives that drive enterprise go-to-market success.
• Identify launch requirements and lead alignment across Product Management, Engineering, and GTM teams on what we will support, when, and how within our broader enterprise platform strategy.
• Drive cross-functional alignment on complex retailer requirements to win deals and support retailer-driven innovation roadmaps.
• Deliver operational excellence by ensuring enterprise launches execute on time and deliver measurable business value.
• Mentor senior and mid-level PMs in mastering enterprise and outbound product strategy.

About You

Minimum Qualifications

• 8+ years of B2B product management or similar experience, including 5+ years in ecommerce/retail technology.
• Strong experience operating at the intersection of product and go-to-market, working closely with enterprise sales, marketing, and customer success.
• 2+ years of direct experience in enterprise-facing roles involving consulting, sales, or executive-level customer engagement.
• Experience as a B2B software PM, with 2+ years of direct involvement with sales or consulting and customer discovery with senior executives.
• Proven ability to build trust with executives, internally and externally.
• Strong leadership skills — able to guide large, multidisciplinary teams toward shared outcomes across Product, Engineering, Data, Design, and GTM.
• Demonstrated ability to handle complex product problems across a wide product surface with high ambiguity.
• Strong product vision and communication skills — able to envision how grocery and e-commerce will evolve over the next three years, translate near-term asks into scalable platform offerings, and layer in emerging technologies to go beyond incremental improvements.
• Proven customer and product strategy ability:
  a) Build trust with external customers.
  b) Identify needs and craft complex platform solutions.
  c) Rally internal teams to make high-stakes tradeoffs under ambiguity and tight deadlines.
• Fluent in both product intuition and data: able to assess value propositions for both retailers and their end customers, balancing qualitative insights and quantitative impact.

Preferred Qualifications

• Experience in enterprise e-commerce or outbound product management — ideally building or scaling B2B2C platforms.

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